Got a great one for you today.

Got a sales leader who worked his way up, 25 years in sales.

And the lessons he's learned, he's going to share with us today.

And I think you're really going to enjoy this because he's got a system.

And he's been a long time listener of both the podcast and my LinkedIn content and YouTube. So we have a lot in common,

which makes it good because we've got similar views on sales, but a lot of things that

people can learn and apply today. And what I'm learning more and more is that sales is hard because it's so counterintuitive.

Now, I've mentioned this before, but it's hard to internalize until you see it, until you feel it,

either in your own situation or you see another rep.

And this is one of the things I'm really working hard with the team at brevity on,

because we first started off with full conversations, full sales calls.

That's insanely helpful, but it takes a little bit of dedication and time.

A sales call can go for a half hour. Sure, you can keep it to five minutes, ten minutes.

But we end up doing a lot of the rapport building instead of the real tough parts of sales, the counterintuitive parts, where we

talk about or ask about the problem versus the product, we fall into that commodity trap very

easily. Send me a quote. We do it instead of finding out what's behind it.

Pricing, we give it instead of finding out more information from them.

So what I'm doing with them is like, let's break those little talents, the little questions and answers and skills into atomic examples that are

randomized so that people don't know that's what they're going to get sometimes.

And you can think of these as objections, but I think it's much deeper than that.

That's kind of a superficial view of it.

It's much more, how do you handle something when you're not ready for it?

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